While adding objective information to the sales recruiting process will help you identify top sales performers more accurately and consistently, it is not the entire solution to the problem of sales recruiting failures. You also need to improve the quality of the subjective information that you gather.
If you want to improve the overall quality of your sales job candidate pool, a great place to start is by focusing your recruiting ads, telephone screening calls, and in-person interviews on performance-based measures. For example:
- How you will measure your new salespeople's performance during their first 30, 60 and 90 days?
- What activities will you expect them to perform?
- What results will you expect these activities to produce, and in what time frame?
We can help you implement an effective performance-based recruiting process. This process begins with writing unique recruiting ads that attract the right sales job candidates and convince many poor candidates to de-select themselves. Plus, we will help you create lists of questions that will focus your telephone screening calls and interviews on the specific activities that are most critical for success in YOUR company's SPECIFIC sales job!
For more information on performance-based recruiting, download our FREE performance-based recruiting special report from the MySalesTest.com website.
Developing an effective Sales Compensation Plan
More than 40% of the questions we receive from 80/20 Sales performance website visitors pertain to sales compensation. The #1 question is, "What commission percentage is typical for selling _______________?"
If you are looking for a "magic formula" for sales compensation, we're sorry to have to disappoint you. It simply doesn't exist. We have yet to find a reliable resource that can provide information such as:
"For a sales job in (X) industry in (Y) geography, the total target compensation is (Z). This compensation is made up of (A)% base salary or draw, (B)% commission, (C)% bonuses, and (D) % other incentives."
With that said, there ARE specific questions and concepts that can help you develop an effective sales compensation plan. Click the following link if you would like more information on how to develop an effective sales compensation plan.
